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ACKNOWLEDGMENTS
INTRODUCTION
WHY THIS BOOK? YOUR RELATIONSHIPS MATTER
PREPARATION
APPLES & ORANGES. WHEN PRICING IS CHALLENGED
ACCESS TO THE WORLD
ANTICIPATE QUESTIONS
ARE YOU BOXED IN? MENTAL FLEXIBILITY IS THE WAY OUT
BLOGS AND NEWSLETTERS
HUNTER OR FARMER?
MAKING CHANGE WORK FOR YOU
MARKETING MISCUES. AND HOW TO AVOID THEM
MEETING WITH SUCCESS. ARE YOU READY?
PRACTICAL INTELLIGENCE. STREET SMARTS
YOUR NEXT MOVE
CONTENT
GETTING MORE BUSINESS OUT OF YOUR CUSTOMER BASE
MESSAGES THAT STICK. SIMPLE BUT MEMORABLE
STORYTELLING FOR BUSINESS. THE POWER TOOL OF COMMUNICATIONS
SURVEY SAYS… WHY SALES EFFORTS ARE LACKING
THE BELIEVABILITY FACTOR. DO YOU HAVE IT?
THE PEOPLE PROPOSITION. CUSTOMER SERVICE OR LIP SERVICE?
VISUAL THINKING. STORIES CONNECT PEOPLE TO IDEAS
WHAT’S IN IT FOR ME?
YOUR PERSONAL BRAND
DELIVERY
ASKING JUST THE RIGHT QUESTIONS
DISCONNECTED IN A CONNECTED SOCIETY?
FRIENDLY PERSUASION. THE ART OF INFLUENCE
LISTENING: CAN YOU HEAR ME NOW? THE KEY TO SUCCESS
OVERCOMING SALES REJECTION
QUESTIONS: FROM THE BUYER’S PERSPECTIVE
SELL SOLUTIONS. MAKE A DIFFERENCE
THE POWER OF EYE CONTACT. YOUR NONVERBAL LINK!
THE VIEW FROM HERE
TIME
ELIMINATE PROCRASTINATION
HOW IMPORTANT IS THAT APPOINTMENT?
IT’S TIME TO WALK AWAY
THE TIMING EDGE
TIME IS ON YOUR SIDE
USING TIME WISELY
EXECUTION
A BEGINNING TO AN END
ABOVE AND BELOW THE POWER LINE
FLAWED THINKING. TEXT, TWITTER OR CARRIER PIGEON?
FROM SNOWBALL TO SNOWMAN. VISION, PERSISTENCE AND TEAMWORK
OVERCOMING OBJECTIONS
PROSPECTING IN THE NEW ECONOMY
REBOOT YOUR SALES! 5 STEPS TO RECONNECT
RECAP TO REMEMBER
SHINY OBJECTS
SLIPPERY SLOPE. BUSINESS AS USUAL?
TAKING THE NEXT STEP
THE POWER OF EXTENDING YOUR REACH
THE SECRET TO SALES SUCCESS
WORD OF MOUTH
BONUS
MENTORS MAKE THE DIFFERENCE
WEB PRESENCE
RAPID RESOURCES
FINAL THOUGHTS
BIBLIOGRAPHY & ADDITIONAL READING
A SALES PRO’S FORMS
ABOUT THE AUTHOR
“I’m writing a book. I’ve got the page numbers done.” -Steven Wright
Well, that’s how I started. Sometimes I wondered, Will I ever finish writing this book? I’m pleased to say that with the encouragement of family (Saracens & Brunaults) and friends it has come to reality.
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Me: Well, Dad, I think you did a great job!
Dad: Oh, really? Why do you think I did a good job?
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